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Hotel Contracts Manager Job in Nairobi Kenya

Hotel Contracts Manager

Department / Function: GTA

Job Purpose

Responsible for maximizing opportunities in assigned key market(s) through effective sourcing of lodging inventory and ownership of all aspects of the commercial relationship in the ongoing achievement of agreed targets and developed city strategy.

Reporting and Key Relationships

Role reports into the GTA Area Sourcing Manager for assigned area
Key relationships with external hotel partners at all levels
Key internal relationships with a broad range of stakeholders

Key Activities
Focus primarily on direct account management to deliver Room nights/Revenue and acquisition goals through management of inventory, rates, supplier relations and negotiation of best inventory and competitive rates in assigned market. 

Secure inventory and best rates through account management optimization all year around
Prepare annual city strategy and therewith define:
  • Market potential, hotel supply,key competitors
  • Key revenue producers within portfolio and future actions per supplier
  • Long-tail of portfolio and actions where appropriate
  • Largest DI contracts/ chains with potential to add static contracts (to be defined)
  • Potential new suppliers and next steps in approaching them
Provide ad hoc and regular performance reporting analysis to partners at property level to implement win-win solutions in order for both parties to achieve optimum market performance and long-term trusting commercial relationships (following city strategy)
Analyse and interpret Sourcing reporting set, based on past and present performance in the market, to monitor hotel database results
Negotiate and secure special deals and offers and coordinate through PM, to leverage merchandising opportunities and offerings with Marketing department
Align with metrics/ KPIs set in order to grow the business to agreed levels in the assigned market(s)
Negotiate new contracts and re-negotiate existing agreements at the best commercial terms possible
Load optimisation changes to the system immediately and in a efficient and accurate way
Evaluate market trends and competitor activity and provide analysis and recommendations to management
Identify key new strategic accounts & revenue producers within assigned market(s) to be targeted
Manage accounts effectively, ensure hoteliers are fully briefed on all contract details, relevant GTS processes and services and are well informed of GTS's distribution Channel opportunities
Manage property level relationship for DI/ chains in close comunication with Chain person for the region
Support with special ad-hoc projects defined by PM, DI and ASMs
Knowledge, Skills and Experience
  • 2-4 years previous contracting, business development, account or revenue management experience in the hotel or travel industry
  • Strong commercial skills with a working knowledge of hotel distribution including revenue and inventory management
  • Excellent negotiation skills with the ability to interact and influence at all levels of an organisation including hotel management and owners
  • Superb written and verbal communication and presentation skills in market language(s). Verbal and written English proficiency at business level
  • Ability to develop and present relevant and insightful analysis, including performance analysis, market trends and competitor analysis, in order to implement meaningful action plans based on the analysis
  • Demonstrated ability to establish and adhere to priorities in a fast pace environment and work independently
  • IT proficiency including good working knowledge of Microsoft Office (with particular focus on manipulating data via Excel) and Internet technologies
  • In tune with the distribution landscape including shifts in preferred hotel distribution channels and industry technology (e.g. Pegasus, XML..)
  • Driven to succeed with a professional "can do" attitude and work ethic

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